Selling the Microsoft Stack for Competitive Advantage

1. Selling the Microsoft Stack for Competitive Advantage Tim Shaw Partner Technology Advisor tishaw@microsoft.com

2. Increase Your Revenue What, Why and How ? Example Business with 100 FTE 20 Dynamics ERP Users $90000 100 DCO-MOSS Users $39000 60 Dynamics CRM Users $80100 License Revenue $90k to $209k plus BREP Services Revenue $90k to $400k Selling the Microsoft Stack for Competitive Advantage

3. Agenda Integrated Innovation Opportunity Demo Partner Call to Action

4. Integrated Innovation

5. A New Environment • Business Issues • Attract + Retain Customers • Innovation – Product and Services • Improve Critical Business Process • Compliance, Governance • Increase impact of people • Source: Gartner Group Business Priorities Industry Megatrends • Hardware Performance • Software Breakthroughs (SaaS) • Composite Applications • Web 2.0 • IT Concerns • Align IT and Business Goals • IT-Enabled Process Improvement • Business Continuity / Risk Mgmt • Staff Development • Controlling IT Costs • Source: CIO Magazine survey, n=568 heads of Enterprise IT

6. Integrated Platform

7. “I spend all day in Outlook.” “It works just like Office.“ Microsoft Dynamics RoleTailored “All the informationis at my fingertips.” “Getting data in without logging in is a snap.”

8. Opportunity

9. Who uses Dynamics within a business? • 2007 Research carried out by Microsoft Market Research & Insights team into Dynamics ERP Customer Base • 1,974 respondents across US & Europe • Very high levels of satisfaction with Dynamics ERP status quo • Customers buy core licenses and then don’t extend the solution • 72% would purchase new granules if they were unrestricted & open for use by a majority of employees BUT

10. Opportunity

11. Extended ERP: The Opportunity • Tick more boxes on the tender response • License more users • Make Dynamics more “sticky” • Increase involvement with each customer • Get called in again • Sell to existing customers • Stop the competition • Demonstrate ROI and create customer proof points • Increase Customer (user) Satisfaction

12. DELIVERY END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS Powerful Integration - BI BI PLATFORM SQL Server Reporting Services SQL Server Analysis Services SQL Server Database SQL Server Integration Services

13. Exploring the possibilities of MOSS with Dynamics

14. The Foundation • Getting the cube right is fundamental to the success of a BI project • There are many OLAP vendors: • Dynamics Business Analytics • PrecisionPoint • ZAP Technologies • Targit • BI4Dynamics • We are seeing greater competition from non-Microsoft based technologies (e.g. Qlikview)

15. SharePoint 2007 Technologies Search Data Integration E-Forms Data Management & Reporting • Performance Point Services • Business Scorecard Manager • Pro-Clarity • Business data search • Business Data Catalog • Business Data Web Parts • Management, publishing, process creation and completion • Excel Services • Report Center • Dashboarding Workflow Document & Web Content Management Site Model, Security, and Management • ‘Out of the Box’ workflows and reporting for Enterprise Content Management • Policy management • Auditing • Records management • Personalisation • Deployment • Site Manager • Enterprise content search • People search Project Management Team Collaboration • Issue tracking applications • Project workspaces • Workspaces and tools • Blogs • Windows Workflow Foundation • Admin and deployment • Status and history • Framework: repository, versioning, metadata • Basic document management • Site and role management infrastructure • Text search of team sites

16. Exploring the possibilities of Dynamics CRM and ERP

17. IPM by Enabling

18. Customer Case Study: Plante Moran Plante Moran re-focused their infrastructure around Microsoft and Dynamics CRM • Plante Moran • HQ = US • 30,000+ FTEs • Tax, audit, business services • Partner: Ascentium • www.plantemoran.com “Many of our customers are implementing CRM, SharePoint, and Exchangeas part ofphase one. Enterprise accounts have Exchange and often a small scale deployment of SharePoint, which we expand. Increasingly, we are advising customers to purchase and deploy Performance Point for BI in phases two or three. In this case, Plante Moran did not have Performance Point on their radar until we presented the idea.” Source: Keystone Strategy, Dynamics partner interviews, conducted between November 17- December 8, 2008

19. Customer Case Study: ISSI ISSI deployed BizTalk and SharePoint alongside Microsoft Dynamics AX for EDI and document management respectively • Integrated Silicon Solution, Inc. • HQ = US • 600 FTEs • Semi-conductor company • Partner: Fullscope • www.issi.com “The majority of our customers have already drank the Kool-aid and embracing the MS technology is the norm. About 65% are already loyal MS customers and decide to buy Dynamics AX as a result. The remaining 35% are getting into AX and then buy the MS stack.” Source: Keystone Strategy, Dynamics partner interviews, conducted between November 17- December 8, 2008

20. Partner

21. Increase Your Revenue Example Business with 100 FTE 20 Dynamics ERP Users $90000 100 DCO-MOSS Users $39000 60 Dynamics CRM Users $80100 License Revenue $90k to $209k plus BREP Services Revenue $90k to $400k Selling the Microsoft Stack for Competitive Advantage

22. Call to Action • Talk to your PAM • Look at MOSS including BI • Look at CRM/XRM • Involve PTA in planning • Plan your readiness • Build your Demo Environment Tim Shaw - tishaw@microsoft.com